Manager of Account Management, ZoomInfo
Emerging Enterprise
+ Eligibility for Future Equity Awards
More information about location
3+ days a week in office (Waltham, MA)
Market intelligence and contact details database
Be an early applicant
Market intelligence and contact details database
1001+ employees
Be an early applicant
+ Eligibility for Future Equity Awards
More information about location
3+ days a week in office (Waltham, MA)
1001+ employees
Company mission
To unlock the growth potential of professionals and businesses with a modern end-to-end revenue operating system.
Role
Who you are
- 3+ years leadership experience in enterprise software sales, 6+ years in enterprise software sales (selling to companies with 500+ employees)
- Proven success in leading an MidMarket/ Enterprise sales team
- Consistent track record to create impactful teams and lead them to success
- Excellent presentation and executive engagement skills
- Excellent negotiation skills
- Strong engagement and communication skills
- Consultative selling experience highly desirable
- Can collaborate and influence in a “win as a team” environment
- Is a trusted advisor to the customers and colleagues
- Prior experience working within the Software (SaaS), Data, Analytics, Business Application Space highly preferred
- If you're a seasoned sales leader who wants to lead a team that's genuinely changing how enterprise companies go to market — this is your seat
What the job involves
- As a Manager, Account Management (Emerging Enterprise) on ZoomInfo's MidMarket VIP team, you'll lead a team of elite account managers working with some of the most sophisticated revenue and data organizations in the business
- Your customers aren't just buying a platform — they're operationalizing B2B intelligence to power their entire go-to-market motion: territory design, account prioritization, pipeline acceleration, and beyond
- You'll be responsible for driving revenue growth, coaching your team to exceed targets, and ensuring every customer in your portfolio is extracting maximum value from ZoomInfo's platform
- This is a role for a leader who understands enterprise selling at the highest level, knows how to develop talent, and is energized by the complexity and pace of a world-class GTM organization
- Lead and develop a team of 8 enterprise account managers — driving individual, team, and organizational revenue targets while building a culture of accountability, performance, and continuous growth
- Coach and develop your team daily — tracking KPIs, running deal reviews, and elevating the way your AMs think about territory strategy, stakeholder engagement, and value-based selling
- Develop and execute tactical account penetration strategies — account mapping, stakeholder engagement planning, competitive displacement, and expansion plays within large enterprise organizations
- Define team objectives and own forecast management — translating quarterly targets into clear daily and weekly priorities your team can execute against
- Build strong cross-functional relationships across marketing, demand generation, product, customer success, legal, deal desk, and engineering to remove friction and accelerate deals
- Manage sophisticated internal sales processes — coordinating across legal, deal desk, product marketing, and engineering to move complex enterprise deals forward
- Articulate ZoomInfo's story and unique value proposition with conviction — connecting our platform to each customer's GTM vision, business outcomes, and ROI
- Participate in attracting and hiring top talent — building a team that reflects the standard of excellence ZoomInfo's enterprise customers expect
- Own budget planning, performance management, and strategic planning as directed by senior leadership
Our take
It was only a few years ago when B2B sales teams relied on warm introductions and contact books. Now, cloud-based CRM, automation and Big Data are critical tools for any selling process. ZoomInfo’s B2B contact base has played a massive part in that journey.
The company primarily helps salespeople find potential customers. Crucially, ZoomInfo then leverages technology to help make that approach as successful as possible. Think contact details of the most likely budget holder at that company, signals for when and how to approach and crucial updates on the company’s fortunes.
ZoomInfo has grown significantly over the previous few years and is now shifting its approach to pursue more inorganic growth through mergers and acquisitions, acquiring several companies in 2022, including the job recruitment website Comparably.
The risk for ZoomInfo is that these moves represent expansion beyond its traditional strengths in top-of-funnel customer acquisition. The company will need to ensure that it maximises synergies in order to win in these markets. The company has expanded operations in India and is set to see further expansion, as indicated by its appearance on the Fortune Future 50 list of robust and growing companies in 2023.
Freddie
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (1 round)
Jul 2004
$7m
SERIES A
Total funding: $7m
Company benefits
- Benefits for the Best You - We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being
- Base Pay - We attract and retain the best talent with competitive compensation that aligns with industry benchmarks and merit programs yearly for promotions and salary increases based on performance, time in role, and position to market
- Bonus - When you crush it, we like to celebrate! Bonuses are awarded annually in connection with company and individual performance
- Equity - We offer each employee a generous equity award in the form of RSUs, so they can directly feel the results and success of their hard work
- Vacation & Time Off - We know everyone's needs are different so we offer flexible paid time off plans including an unlimited vacation option for many employees
- Hybrid Working Model - We offer flexible hybrid remote working models to promote equity, employee wellness, and work life balance
Company HQ
Esther Short, Vancouver, WA
Leadership
Henry Schuck
(Founder & CEO)Originally founded DiscoverOrg which went on to become ZoomInfo through an acquisition in 2019.
Salary benchmarks
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